The 5 Rules of Megavalue Selling
How to Communicate Customer Value and Differentiate From Competitors
Business & Finance, Marketing & Sales, Sales & Selling
| Author: | Mark Holmes | ISBN: | 9781619846227 |
| Publisher: | Gatekeeper Press | Publication: | May 22, 2017 |
| Imprint: | Language: | English |
| Author: | Mark Holmes |
| ISBN: | 9781619846227 |
| Publisher: | Gatekeeper Press |
| Publication: | May 22, 2017 |
| Imprint: | |
| Language: | English |
Why are salespeople struggling to differentiate from competitors and communicate customer value? What makes them miss annual sales targets?
This book introduces a remarkably effective way to articulate your value message and create distinction among competitors. Through an engaging story, readers discover the “VALUE” rules, a five steps approach salespeople use to win sales on value not price.
Megavalue Selling is a book salespeople can’t put down. Written for salespeople, managers, startup entrepreneurs and business owners eager to learn about mastering customer conversations about value, this book gives readers:
-Perfect questions for identifying a customer’s existing and unrecognized value drivers.
-How to handle price pushback and commoditization.
-Practical approach for presenting proof.
-Actionable steps for identifying all decision influencers and their roles.
-Simple techniques to align value propositions with customer issues.
Mark Holmes distilled four decades of sales experience, research, consulting and coaching to write a new sales development book covering complex concepts simplified into a short story that’s easy to apply. Mark learned B2B selling by making sales to CEO’s in his twenties, and went on to be a top-performer in several companies. His insights have appeared in the Wall Street Journal, FOX Business and Sales and Marketing Management.
About the Author
Mark Holmes helps organizations improve sales results. He consults, coaches, trains and speaks on sales development, sales management and strategic sales management. He is a best-selling author and his ideas have been featured in the Wall Street Journal, Sales & Marketing Management and FOX Business. He works with multi-national companies and small businesses in various industries.
Mark learned business-to-business sales by selling to C-level executives at Fortune 500 companies in his early twenties, became a top producer in three different companies, held executive positions in sales management, marketing and training. He is on a mission to provide companies with ideas and processes to articulate their value and differentiate from competitors, land strategic accounts and increase sales. Mark is rated by 94% of salespeople for “excellent” training and coaching because he is a master teacher and they trust him.
Why are salespeople struggling to differentiate from competitors and communicate customer value? What makes them miss annual sales targets?
This book introduces a remarkably effective way to articulate your value message and create distinction among competitors. Through an engaging story, readers discover the “VALUE” rules, a five steps approach salespeople use to win sales on value not price.
Megavalue Selling is a book salespeople can’t put down. Written for salespeople, managers, startup entrepreneurs and business owners eager to learn about mastering customer conversations about value, this book gives readers:
-Perfect questions for identifying a customer’s existing and unrecognized value drivers.
-How to handle price pushback and commoditization.
-Practical approach for presenting proof.
-Actionable steps for identifying all decision influencers and their roles.
-Simple techniques to align value propositions with customer issues.
Mark Holmes distilled four decades of sales experience, research, consulting and coaching to write a new sales development book covering complex concepts simplified into a short story that’s easy to apply. Mark learned B2B selling by making sales to CEO’s in his twenties, and went on to be a top-performer in several companies. His insights have appeared in the Wall Street Journal, FOX Business and Sales and Marketing Management.
About the Author
Mark Holmes helps organizations improve sales results. He consults, coaches, trains and speaks on sales development, sales management and strategic sales management. He is a best-selling author and his ideas have been featured in the Wall Street Journal, Sales & Marketing Management and FOX Business. He works with multi-national companies and small businesses in various industries.
Mark learned business-to-business sales by selling to C-level executives at Fortune 500 companies in his early twenties, became a top producer in three different companies, held executive positions in sales management, marketing and training. He is on a mission to provide companies with ideas and processes to articulate their value and differentiate from competitors, land strategic accounts and increase sales. Mark is rated by 94% of salespeople for “excellent” training and coaching because he is a master teacher and they trust him.
